| Course Dates | Venue | Price | ||
|---|---|---|---|---|
| London Bridge | £549 + VAT save £50 | |||
| Online | £549 + VAT save £50 | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT | |||
| London Bridge | £599 + VAT | |||
| Online | £599 + VAT |
Establishing Your Value
• Knowing what you have first
• Where do you start
• Differentiation
Preparation
• Planning your proposal
• Anticipating your clients' questions and objections
• Knowing your prospect
• Knowing your client
• Researching your client
• Knowing your solutions
• Understanding what benefits or value your proposal offers the client
• Knowing your competitors, their services and prices
Communication techniques
• Negotiation Language
• Using open ended questions
• Using silence
• Listening to and understanding your client
Negotiating costs
• Presenting the product's value to the customer
• Presenting the cost
• Being precise and clear
• Negotiating financial cost and level of service or product specification
• Defending your bottom line
Negotiation techniques
• Understanding the different styles of negotiation
• Understanding Anchoring
• How to overcome Anchoring bias
• Showing you understand your clients perspective
BATNA and WATNA (Best and Worst Alternative to a Negotiated Agreement)
• BATNA and why its important
• Defining your BATNA
• WATNA and why its important
• Defining your WATNA
• Using BATNA and WATNA to assess the value of the deal
• Considering your clients BATNA and WATNA
Managing challenging conversations and closing the sale
• Handling Objections
• Overcoming Concerns
• How to close the sale
• Understanding when is the sale closed
Questions and answers
This course is also available as a private course. This allows you to choose the dates of your training and the location (in our training centre, online or at your offices). And, if you wish, we can tailor the content for you or your team. Please contact us for more details.
"Wolf was fantastic. It was a very informative and engaging session, and the training was presented in a very accessible way."
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